What is the first step in the sales process where potential customers are identified?

In the sales process, the first step focuses on identifying potential customers, which is known as prospecting. This stage is crucial because it lays the foundation for a successful sales endeavor. During prospecting, a salesperson actively seeks out individuals or businesses that may have an interest in the product or service being offered. This can involve various strategies such as networking, researching leads, and utilizing referrals to generate a list of potential clients.

By successfully identifying prospects, salespeople can tailor their presentations and approaches to meet the specific needs and interests of these potential customers, ultimately leading to more effective and targeted sales efforts. The subsequent steps, such as preparation, presentation, and closing, build upon the groundwork laid during the prospecting phase, making it essential for the entire sales process.